Sometimes a quick, to-the-point list is the only way to go. Today sales trainer Kelley Robertson shares a list of things salespeople do that irk decision makers. Yikes! Make sure you're not doing any of these!
Sales people do a variety of things that irk decision makers and prospects and prevent them from moving the sales process forward. Here are 11 of them:
1. Sales people who can't articulate their value proposition.
2. Sales people who call to "touch base" or "check in".
3. Sales people that go overtime during sales calls and presentations.
4. Sales people who misrepresent themselves to executive assistants in order to get connected with the decision maker.
5. Sales people that ask basic questions that could be answered by a subordinate or a quick browse through the prospect's website.
6. Sales people that deliver a canned pitch, presentation or proposal.
7. Sales people who leave a long and rambling voice mail message with little or no value.
8. Sales people who claim their solution is "easy" to implement.
9. Sales people that use outdated closing tactics.
10. Sales people that waste time trying to "build rapport".
11. Sales people who misrepresent their offering.
Hopefully, you aren't guilty of irking your prospects with these. Once you instigate the irk factor, it becomes much more difficult to move the sales process forward.
As President of The Robertson Training Group, Kelley has helped thousands of professionals improve their business results with his engaging approach to sales training and speaking. Learn more at www.robertsontraininggroup.com
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